Small Business Coaching Blog - Client Attraction

The Client Attraction Blog

Feeling confused about your next step? Ask for guidance

Fabienne Fredrickson
March 24, 2015

Guidance-SmallWhen a big event happens in your life, there is often a message for you. Some sort of guidance can be gathered any time you have a big moment that makes you pause and think.

One of my students, Denise, recently came to me feeling confused about her circumstances. She had a serious car accident that totaled her vehicle, yet she walked away with only minor bruising (which was lucky). This shook Denise up and made her think about her life, business and the direction in which she was going. She told me she wasn’t sure what to do next.

Stop when you feel confused
I shared my own story and how every so often, I get confused too. There comes a point when I am learning so much and thinking of 20,000 opportunities, and then I feel stuck. I found that I actually don’t implement anything new because I’m overloaded. When this happens, I listen to my own inner guidance. Last time I heard, “Stop everything and take a 30-day break.” I kept working, but I didn’t take in any new information and instead put all learning and planning on hold.

Ask for help
See, we are always being guided, especially when we ask for help. Remember: “When you ask, it is given.” This is why asking for guidance is an essential part of the equation. Then, to get the guidance, you have to slow down. Keeping yourself super busy can prevent you from hearing the assistance you requested.

You might wonder, “If I am guided all the time, why do I get so frustrated?” The reason is because you are probably busy running around in circles and going into too many directions. This is so distracting that you cannot hear the guidance.

Quiet the mind and be open to receive
When you catch yourself feeling confused or frustrated, that’s your signal to slow down. It’s time to “clean the slate” so to speak, clear the decks and quiet the mind. If you are someone who knows how to meditate, that can be a huge help.

Do things that help you stop thinking so much
The way I achieve this more relaxed state is to stop learning and start journaling. For me, the act of journaling allows me to focus and ask for assistance. Then I write down whatever comes to mind. I also quiet my mind by playing with my children, going for a walk or reading a fashion magazine. All of these activities slow down my mind so I’m not thinking as much. Sometimes it takes a few hours, a few days or even a few weeks to start hearing the guidance.

For Denise, the car accident was her wake up call. She knew she had to slow down and take a look at what she was doing in the big picture. Denise decided to take a break to ask for help and then remain quiet to listen. If you find yourself in a similar situation, these are the steps to take to get back on the right track.

Your Client Attraction Assignment
Are you running in circles, feeling confused and not moving forward? If so, then find time to slow down. Stop learning anything new for a short period to give yourself a break from information overload. Quiet your mind, ask for help and create the space to get the answers you need. Your inner knowing will not let you down.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

How to create a compelling speaker kit

Fabienne Fredrickson
March 19, 2015

Speaker Sheet - SmallSpeaking in front of groups is a powerful marketing method that helps you connect with potential customers. The audience gets a sample of who you are and what you have to offer, and they get the chance to get to know, like and trust you. People listening will learn about your methods and knowledge.

This is why I so frequently recommend you give presentations whenever possible. Over time, the more speaking you do, the more opportunities will show up as people refer you for speaking engagements. For some speaking gigs, the meeting planner will ask for your Speaker Kit or Speaker Sheet, so you it’s necessary to have that prepared.

What’s Included in a Speaker’s Kit?

Professional speakers have kits that are many pages long, because people are paying them the big bucks and need to know specifics. For most purposes, a one page, two-sided sheet will be sufficient. Here is a guide of essential elements to include:

Page #1

  1. Compelling Headline. Use your name and include a compelling reason or main benefit of why someone would want you to speak to his or her group or organization.
  1. Professional Headshot. A good photo is vital to appear professional – don’t shortchange yourself by using a poor-quality image.
  1. Brief Bio. Let people know you are the expert on your topics and include any media exposure you have received to show you are experienced.
  1. List of Topics. Provide a few of your hottest presentations with titles and a short description.
  1. Call to Action. Write a short call-to-action line at the bottom of Page 1 and provide your contact information and website.

Page #2

  1. Headline about Audience Experience. Tell people how audiences react to your presentations. Do you leave people feeling inspired, ready to take action or with new creative ideas?
  1. Photos of your Books or Products. Pictures of books or products are so much better than more words. Use a subheading that sums up these items. If you don’t have this, don’t worry.
  1. Social Proof. A few testimonials from people who have booked you to speak or who have been in the audience can make a huge impression on the next person to schedule you for a presentation.
  1. List of Clients or Speaking Gigs. Where have you given a presentation? Put the most impressive groups first to capture attention quickly.
  1. Call to Action. You can use the same short call-to-action line at the bottom of the page.

Once completed, you’ll want to post your speaker sheet on your website as a downloadable PDF. Now you are ready for the big opportunity coming your way!

Your Client Attraction Assignment

To create a professional speaker sheet, I recommend you work with a graphic designer. Don’t risk making a poor impression by putting something together yourself. A strong graphic presentation goes a long way for proving credibility.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

How to handle a 10-minute speaking opportunity

Fabienne Fredrickson
March 17, 2015

Speaking-SmallSpeaking provides a great opportunity to connect with new prospects and build awareness about what you do. When you are first starting out, I recommend taking every speaking gig you can get. That’s what I did when I was building my business.

Any speaking gig offers a chance to connect. Sometimes people will offer you a less time that you need to make your whole pitch. Maybe the venue isn’t optimal for giving a presentation. Maybe the people aren’t entrepreneurs or are a mixed crowd when you prefer all women. Don’t let that bother you. This is still a chance to practice speaking, hone your presentation and connect, because you simply never know what could happen.

As your business grows, you can become more selective and say no to some offers. You can even choose just the “cream of the crop” presentations if that’s what you want to do. It’s okay to be picky when you have plenty of business. But when you’re starting out, take every speaking opportunity that comes your way.

Even one new client increases your income. If you are starting out, you know that even one new client can be a huge addition to your business and revenue. However, to make the most of even a short presentation, you do have to approach it with the right mindset.

Your attitude about the speaking opportunity is everything! If you know me, then you know I believe mindset is 90 percent of your success. For instance, if you have a chip on your shoulder and think a particular speaking opportunity of only 10 minutes is a waste of time, you can count on being right about that. Your mindset completely influences your experience. It also impacts how others experience you.

Think about how you can be of service. What I suggest is to change your vibration about the gig from resentment or annoyance to this empowering thought: “How can I be of service?” Decide that you are going to give attendees so much value that they’ll walk away like changed people. In this way, you will make a good impression, share your brownies, practice speaking and possibly make some really strong new connections.

Speaking of speaking opportunities, I’d like to invite you to a presentation I’m giving at InfusionSoft’s annual conference for small business owners called ICON. It’s being held this March 31st – April 2nd in Phoenix, AZ, and my workshop is all about how to attract your ideal clients, authentically and consistently, and how to incorporate InfusionSoft into your Client Attraction systems. If you’d like to join me live at ICON, click here to buy a discounted ticket. Be sure to use to promo code “fabienne” at checkout to receive 10 percent off your registration.

Your Client Attraction Assignment
If you had only 10 minutes to deliver a presentation about your business, what would you say? This is a great exercise to cut out all the fluff and focus on what will have the biggest impact. How can you offer amazing value in a short presentation and make it memorable? When you get your speech down to just 10 minutes, you know you’re at the core of what you have to offer.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

Five steps to grow from a private practice to group programs

Fabienne Fredrickson
March 12, 2015

5 steps to grow from a private practice to working with groupsAre you looking to attract clients and leverage your business? Students often ask me how I made the shift from working with private clients one-on-one to working with group programs. This transition is what the Leverage Track of The Client Attraction Business School is all about. So, I want to share with you the steps I took so you can plan ahead for how you too can make this shift.

1. Fill Your private practice. From networking in groups like Business Networking International (BNI), to sending out your warm letter to everyone you know, to speaking gigs, you need to market your business. The first step in this chain is to fill your business’ pipeline so you have a steady stream of clients and income.

2. Create your proprietary system. Next, I created my proprietary system. The system contained my 10 steps to attract clients and fill your pipeline. For your own proprietary system, this content should be all yours, which is what gives you total ownership of it and makes it proprietary.

3. Hold a one-day boot camp. I’m going to be really transparent with you. I had a hard time getting around to completing the writing of my proprietary system. (It actually took about three years.) So one day, I decided to promote a live, one-day boot camp event. That gave me a final date that I was forced to meet! The boot camp ended up being a big hit with 22 students present  – and it was great for my business too.

4. Hold the boot camp as a teleclass. Once the system had been completed for the live one-day boot camp, I could offer the material by teleclass as well. The boot camp was 10 weeks long, one step per week, and I offered it several times a year. I taught people all over the country and actually outside the US as well.

5. Promote your system as a home study course. With everything prepared for the boot camp, I now had a package I could promote in other ways too. I began selling my system as a home study course with a downloadable PFD, which included everything I provided in the 10-week boot camp for just $127.

So as you can see, I worked with private clients, moved on to present my program live to the boot camp attendees, taught groups by teleclass and then sold the PDF for people who wanted to learn on their own or needed a lower price point. Everything was based on the same material, but provided in different formats to meet the needs of even more people.

Your Client Attraction Assignment
Have you created your proprietary system yet? As you can see, it’s the foundation for building your business and attracting clients. Your system will share your message and method with so many more people. Don’t wait as long as I did to complete this project – get going today!

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

How to overcome fear of self-promotion

Fabienne Fredrickson
March 10, 2015

shutterstock_127836956One of my biggest marketing strategies for people who are new in business is to send a “Warm Letter.” This is a letter that lets your contacts, family and friends know what you are up to. In this letter you explain:

• The service or products you offer
• Who your ideal client is
• Examples of customer successes with your offering
• How they can send you referrals

In the Warm Letter, you can also share testimonials for happy customers and clients, announce new offerings and share news with your list of contacts. The idea is to stay top-of-mind. Warm Letter campaigns can help you drum up business and increase your client base. These are people who already know and like you, so they feel safe referring others who could benefit from what you do.

Number one reason people don’t send Warm Letters
Surprisingly, you might think business owners don’t use this powerful referral tool for these reasons:
• They don’t feel comfortable with their writing skills
• They don’t know what to write about
• They don’t get to it on their list of to-dos
• They can’t afford the postage
• They feel the list of contacts is too small to bother with

However, these fears can be, not one is the main reason business owners don’t send a Warm Letter. The main reason business owners don’t send the letter is a fear of criticism, pushback, humiliation or rejection.

What is the opportunity cost of not sending the letters?
This fear of what other people will think and the risk of feeling humiliated can be almost crippling. It can keep you from building your business and hold you back from putting yourself out there. When you let the fear take over, you might not offer your amazing products or service to those who could really benefit.

The good news? You can get past this fear and move forward. Here are two empowering suggestions to overcome your concerns.

1. More people will like you than dislike you. Yes, a few people might not like what you have to say. I say, “So what?” Not everyone will approve of everything you do 100 percent of the time. Don’t hold back while worrying about a few naysayers who don’t get you.

2. Keep the people you can help in mind. Think about the people who will really grow and improve their situations based on what you have to offer. Don’t hold back due to fear, because you will be letting people down. They need your solution, so push yourself to share openly.

It‘s your duty to send your Warm Letter and share your brilliance with others. The more people who know about what you do, the more who will benefit. There is a point in life when you have to face the fear and do it anyway.

Your Client Attraction Assignment
It’s time to get over the fear of self-promotion. Ask yourself, “What is the worst thing that can happen?” Your feelings might be hurt? Yes, that is possible. But, if you’re speaking the truth in your letter and it can help a handful of people, then you must do it.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

How to handle when prospects say, “I can’t afford it”

Fabienne Fredrickson
March 5, 2015

I can’t afford itSome entrepreneurs are doing everything right to attract their ideal clients. But, for some reason, they aren’t closing the sale with as many potential clients as they would like. Even though they create excitement and prospects seem jazzed about working with them, they don’t get enough people to sign up. You may know exactly what I’m talking about if this is happening in your small business.

If you are hearing, “I can’t afford it” from your potential clients, try these two tactics to get more clients.

1. Address the idea of investment in your “Interview with…” Be sure you have a section in your “Interview with [your name here]” about investing in yourself. Investing in yourself is a mindset. Ask potential clients to read the interview before your “get acquainted” call so they discover answers to many of their potential objections, including affordability.

2. Talk about how you’ve invested in yourself. When speaking to a prospective student, I’ll say, “You know, in my own life, the only thing that’s gotten me where I am today is that I’ve been willing to invest in myself. Without that, I wouldn’t even be close to this level of success.” I share how I belong to two mastermind groups, have three mentors and continue to get coaching. I tell people how these investments pay for themselves in the form of increased revenue.

The truth is a lot of people say they can’t afford something, but then they buy a flat screen TV and can somehow afford that. So, it helps for potential clients to read about this piece on mindset and investing in your “Interview With…” ahead of time. Of course, they need to see the value of working with you and be clear on what they can achieve as a result.

All of these ideas will help you get clients as they better understand why investing in themselves is necessary to achieve the results they want.

Your Client Attraction Assignment
Have your written your “Interview with…” yet? This is an important page on your website which addresses frequently asked questions (FAQs) and also responds to common sales objections BEFORE you speak to your prospects. If you haven’t prepared this document and posted it on your site, make time this week to get it done.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

How to set up your first continuity program

Fabienne Fredrickson
March 3, 2015

Continuity programs encourage long-term commitmentAs your business grows, you need to create programs that serve multiple clients at the same time. Doing this helps you serve a lot more people then you can with one-on-one services.

In addition, you want people to work with you over time, often six months to one year, because that is how your clients get the best results. This is called “The Continuity Model” (it’s similar to the popular “Book of the Month Club,” where you get something new every month). I used this model with my Inner Circle group, which ran for years.

The Continuity Model

The Continuity Model works on a subscription basis. Clients sign up to receive something from you every month until they decide to stop. Most companies that offer this sort of program usually have an incredible first time offer that is high-value and irresistible. If the offer is free, you still want them to pay for shipping so you have their credit card on file and can begin the subscription payments after the initial period is over.

For example, I started a program that offered a CD every month. The initial offering was for two free months, if they paid for the CD shipping. Then, a new CD would go out to every month from then on.

I sent an email to them near the end of two months, letting participants know if they liked the CDs, their account would be transferred to full membership with automatic monthly billing for each new CD. However, if at any time they no longer wanted to receive the CD, they could cancel and we’d take them off the list.

Continuity programs worked very well for us, and sometimes clients would stay for two or three years. The majority of people stayed for about three to four months. At one point we wanted to build greater longevity, so we offered an incentive for participants to stay an entire year. People need to feel like there’s a good reason to sign up for the long haul.

Continuity Incentives

Think strategically about how to motivate clients to step up to the yearly payment. After one or two months, send out an email with a really juicy bonus to lock in for one year. Here are a few incentive ideas:

  • Provide a price incentive that makes the full year cheaper than the 12 months added up individually.
  • Explain how you’ll be raising your rates, so they can lock in now at the lower price when they agree to one year.
  • Offer a special Q&A call for all those who make the one year commitment.
  • Conduct a special one-day workshop for members who subscribe for the full year.

Your Client Attraction Assignment
A continuity program, like group coaching, works great when you don’t have enough time in your business anymore for one-on-one services. However, if you’re in the start up phase, the fastest path to cash is still one-on-one services. To generate enough participants and cover your setup costs, you’ll need a good sized list and joint venture partners.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

How to stay positive, even in tough times

Fabienne Fredrickson
February 26, 2015

shutterstock_172673210-SmallFrom time to time, we all struggle with mindset problems. I remember one on my students, Cindy, talked about feeling like a magnet for bad luck. Her daughter was in a car accident. The car was out of commission and needed a lot of work. Her roof started leaking. You know the drill.

Cindy was having a hard time seeing the good in her life. She knew she still had plenty to be grateful for, yet felt overwhelmed by everything that was pulling her down.

I shared what Derek and I do to create a positive focus. You don’t have to follow this exactly, but this is what works for us. After the kids are in bed, we pour a glass of red wine, take a seat, look at each other and one of us says, “Positive Focus.” The other says, “Positive Focus: we got a new client today.” Then each person adds another item that went well or that is something to be grateful for. “I got my hair cut today and it looks great.”

If it’s a hard day and there’s a struggle to find something, we help each other to get the ball rolling. Derek might say to me, “You‘ve got to think of something.” So I respond with, “I’m married to a great guy.” Often we start with the basics, which are great to lean on when funky things happen:

  • You’ve got your health
  • Your car is running well
  • You had a yummy lunch
  • You are breathing and alive
  • You own a home
  • You have great kids
  • You paid the rent

You get the idea, right? These fundamental elements of life are frequently taken for granted, but are worthy of your appreciation. Focusing on them will shift your energy back to a positive place.

This is also a good exercise to use for times when fear shows up. For example, a funky thing happened with our finances once and woke me up in the middle of the night. I wrote in my journal and made a list of all the things I was grateful for. This was really like counting my blessings, and it definitely shifted my energy so I could calm down.

The Positive Focus exercise is about gratitude. Share this with your business partner, life partner or do it on your own. This practice is not just lip service. I promise you that doing this will shift your energy and give you the positive focus to help you feel more optimistic. Derek and I do this every day.

Your Client Attraction Assignment

Get a new notebook (or simply pull out a piece of paper) and make a list of everything for which you are grateful. Or, try the Positive Focus exercise with your partner every evening as you wind down from the day. This is a powerful practice and a strong affirmation to the Universe that you appreciate all the good things that come your way. It will set up your energy for greater success and on a tough day, will help you get through it.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

The one big step to take before you rebrand

Fabienne Fredrickson
February 24, 2015

shutterstock_168161747Rebranding your business is a very big step and sometimes it’s a little scary. You’ve made a name for yourself in one area and that has taken time, money and plenty of blood, sweat and tears. You’re invested in your core story and the services that fit with it.

Yet, new ideas come to you that you want to try. You are getting feedback from clients that they want help with this new area of business. What do you do? How do you know when it’s time to rebrand?

There is no question this is a difficult decision. Even if you listen to your inner guidance, you might feel uncertain about how to go about this. I’ve been in your shoes and will tell you how I handled this shift myself.

For years I focused only on Client Attraction. While I used a number of attraction techniques that improved my mindset to grow my business, I didn’t share that in my marketing materials or even at my events. Then, one of my friends challenged me and said I should tell my clients I use these methods and start incorporating them into my work.

I was very concerned, and to be really honest, terrified of how people on my list would react. Would they think I was unprofessional? Would they think I went off the deep end?

Rather than taking the plunge and just moving into this new area cold, I decided to test the waters first. I offered a teleclass to my list and said something such as, “I’m doing a teleclass for something I’ve never shared before. Please come if this makes sense to you. It’s called ‘How to Manifest All the Clients You Need’ and I’m not going to be talking about marketing.”

How surprised was I when this was the most attended teleclass I had ever held at that point? The success gave me a lot of validation and strong confirmation, because the people on my list signed up like crazy. Plus, I got great feedback from clients who told me this was the best class they had ever been too.

That’s when I knew rebranding to incorporate mindset was the right way to go. The experiment showed me that my list was not only open to the mindset and attraction material, but was actually hungry for it.

Your Client Attraction Assignment

Taking the step to test the waters before rebranding is a smart business move for several reasons.

  • You will know if your list is interested in a new offering or direction.
  • You can “play” with the messaging until you get it right.
  • You’ll get feedback about the product or service so you can tweak that too.

There is no hurry to rebrand. Do your homework to be sure the time and money you invest in a new direction will go over well with your market so you can continue to grow your business.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

Two methods for publishing your book: which is right for you?

Fabienne Fredrickson
February 19, 2015

two-methods-for-publishing-your-book-which-is-right-for-youDo you have a story inside you, waiting to be shared with the world? Many people have something to say and writing a book is a wonderful way to share that information with your audience. Being an author can help build your business in several powerful ways:

• Build credibility in your chosen field
• Establish yourself as a thought leader
• Set yourself apart from other business owners
• Open doors for speaking opportunities
• Achieve a passive revenue stream
• Work as a highly valuable Irresistible Offer

Since there are so many benefits to becoming an author, you can see why people take on this project. Once written, you’ll need to decide how to publish your book. There are two main ways to go:

1. Traditional publishing through one of the big book publishers (like Random House)
2. Self-publishing on your own or through a professional service

Traditional Publishing
The traditional route requires finding an agent to represent you. Once on board, your agent will pitch your book to publishers. They will edit, design, print and advertise your book to merchants who will buy it for their retail stores.

If you get accepted, this method will get your book on-shelf at the major books stores across the country. However, there are some drawbacks to following this path. For example, it can take years from the time you get an agent, land a publishing deal and see the book in stores. Publishing companies tend not to give big advances, especially for an unknown author, and your piece of the profit for each book is relatively small. Most authors don’t earn a living from their books.

Self-Publishing
With self-publishing, once your manuscript has been written, you can choose to work with a service like Author House which will help you get the entire design and printing process done as well as gain some distribution, all for a fee.

Or if you have resources to do it yourself, you can open a Create Space account, which is an arm of Amazon, to print your books for a very low fee and help with distribution as a separate cost. You will make more money per book, although you may sell fewer books since the distribution will not be as substantial as with traditional publishing.

The big advantage is timing. It takes only a few months to get from a finished manuscript to a printed book in your hands. So, if you have a message that is timely, self-publishing could be the smartest way to go.

Now that you know the two main methods for publishing, you can investigate which route will work best for you.

Your Client Attraction Assignment
Thinking about writing a book? If you have a message you want to share with the world, my advice is to find time to write every day. Even it it’s just 30 minutes, five days a week, you’ll get it done. The main roadblock is that the process requires consistent effort. So, little by little, your book will come alive. Have fun with it!

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

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